Suppose a negotiation is at a deadlock. Can you objectively analyze the causes? Often there is a tendency to blame the other side’s opinions for the impasse. Such assumptions will not help a negotiation move forward. In my book, “The World is a bazaar. Life is a negotiation, ” I encourage the reader to ask […]
Unless they are armchair generals, all successful entrepreneurs, executives, or business leaders stay on top of the competition – this is trait number one. Marketing Warfare by Al Ries and Jack Trout is still a great read. Here are nine additional traits that are evergreen. Yes, even during the great resignation (which is most likely […]
Three deal writing errors to avoid
Formal negotiations follow a somewhat predictable path. They often occur at budget times, contract renewals, client complaints, or one party wanting a better deal. Sometimes, changed external factors or a party saying NO for unknown reasons cause conflict. Negotiations in these conflict situations have a consistent underlying structure. This structure is always present and requires skills […]
Only proposals advance negotiations. If you have a complaint, propose. If you find yourself in a circular argument, propose to move forward. Make proposals—state remedies. Be specific and realistic. No need to keep the other side guessing. What is the probability of them guessing what you want accurately? Very little. To ensure that the other side […]
Most successful leaders have on trait in common. It is their ability to negotiate skillfully.
Most successful leaders have one trait in common. It is their ability to negotiate skillfully.
Starting out, a business is small, lean, and nimble. It is like a speedboat. Then, you begincollecting stuff, tangible and intangible. You become a yacht, soon to become a cruise ship. The bigger you get, the more energy you need to keep moving or change direction. What makes a business heavy? Long-term commitments – leases, […]